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Laura Lago heads up the Client Services and Investor Relations department in Italy. Here she explains why the international element really drew her to this role.

Why did you choose a career working within the real estate sector?

Real estate funds and pension funds started around the same time in Italy.

and I originally worked in pensions. I was later attracted to real estate, as it appealed to me more as I believed I would have more professional opportunities. What really attracted me was the fact the real estate, and specifically investment management the field in which I work in, is based on financial aspects.

Why did you choose to work for BNP Paribas Real Estate?

I didn’t specifically choose to work for the group because BNP Paribas Real Estate took over the company I was working for. I was however very happy about this acquisition as the company went from being nationwide to internationally focused, giving me opportunities to work across different countries, diversifying my role.

Laura lago

What does your role involve?

I look after our clients, starting from the on-boarding process and I provide our investors with regulatory requirements, reports and necessary information. I also take care of any claims and relationships with our distributors. My job is very varied, due to the subjects I deal with and the types of clients we have. I therefore have to be very active and ensure I never stop learning.

How much has your job changed in the time you’ve been doing it?

In terms of the sector, the complexity has changed as there is increasingly a more regulatory aspect to my job. Clients’ demands have also increased as they look for greater performance and a more customised service.

What is the best thing about your job?

The opportunity to work with institutional investors which means having relationships with a range of people from different roles who are always highly skilled. This is very interesting and challenging even on a personal level because it requires me to be more and more competent. So when my work is appreciated I feel great satisfaction.

What is the most challenging thing about your job?

The increasing regulation within the sector, which is a huge subject as it is both local and European wide and means you must stay constantly informed about any changes.

What skills do you think someone needs to work in your department?

Be very proactive and have strong communication skills, meaning to be passionate and polite when dealing with clients. It is also necessary to have a good problem solving mind-set, which is only possible if you have a deep understanding of the processes surrounding the sector. You also have to be able to work under pressure.

For me these skills have come both naturally to me and as a result of working in my job for 14 years.

How do you think you’ve got to where you are today?

I try to carry out my job with confidence, I have a desire to do my job well and have been presented with opportunities that have allowed me to progress within my career.

What advice would you give to someone looking to get into a career similar to yours?

If you have a good and strong relationship with your clients, be sure to remember that they are clients and not friends. This is a piece of advice that I was given and am now passing on to new people coming into the sector.

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We unravel the various market cycles and offer the most relevant analyses to respond to your needs. Based on more than 50 years of real estate expertise, we are present in 36 countries, mainly in Europe. Our daily mission is to anticipate economic, social and environmental changes to integrate the real estate of today into the city of the tomorrow.